Global Business Development

Prevent the 5 Most Common Mistakes - Successful International Expansion

Jana Tolle

Many German companies generate a considerable portion of their sales through foreign business. In addition, new opportunities for opening up new markets and business fields are constantly being created. In doing so, it is crucial that strong, competitive products are applied to the right markets, which offer the appropriate potential. This seminar is a valuable aid for entering new foreign markets.

1. The 5 most important internal basic requirements

2. Strategic analysis

What analyses do you need for strategic decisions?
How to analyse the potential for foreign markets
Product analysis
How can common analytical methods be expanded?

3. Sales Architecture - How do I build efficient sales structures?

Buy or Build?
Trading Partner - An Alternative?
How do I find new co-operation partners?
Presentation of the triangle and quadrangle method

4. Cross-Cultural-Management: the secret recipe for successful business developers

In which regions are you using which methods to generate new business contacts
How can you better assess international business partners?
In which regions a contract alone is not sufficient for successful cooperation
How to attract international business partners
Communication strategies for effective business development
How you better evaluate projects, incoming orders, delivery times internationally?

5. Best Practice

The most important question that leads you to success
Hygiene factors and motivators in international business

Global Business Development Manager, International Sales Manager, Export Manager, Country Manager, Regional Manager, Sales Manager, International HR Management, International Controller and others

Raphael Schoen has been active in international technology and research worldwide for 15 years. He has worked in direct customer contact, but also through the management of sales representations and branches with people from more than 30 different countries, including, a. USA, Japan, China, France, UK, Russia and India.

He works as a Global Business Development Manager in an international company and is a lecturer at HHL Leipzig. Raphael Schoen studied economics as well as an MBA at the Handelshochschule Leipzig and Boston University with an emphasis on international management.

Time Frame	1 Day
Language	German
Lecturer	Raphael Schoen
Costs	790 Euro per participant. HSBA alumni receive a discount.

"I have been working as a Key Account Manager for several well-known international consumer goods companies for years. At HSBA I was able to gain valuable insights for my daily work with the help of experts from the field and from theory."

Simone Daun
Participant KAM 2014 & National Key Account Manager at Coca-Cola Erfrischungsgetränke GmbH

"One of the best business trainings I have visited in the past 15 years. There are few trainers, such as Mr. Mitterlehner and Mr. Wolf, who are able to convey their comprehensive knowledge about the FMCG industry, through planning and negotiation, in such a catchy and directly practicable way. Strategic, pragmatic and entertaining!"

Dr. Markus Dreißigacker
Global Chief Compliance Officer, JACOBS DOUWE EGBERTS DE GmbH

"When I first signed up for the Marketing & Sales course, I was expecting to learn about the fundamentals of Marketing & Sales. However, my expectations were exceeded. What I did not expect was to gain the competency needed to perform a market analysis. With this new skill set, I am now able to perform underlying data research techniques to drive key business decisions. This course broadened my perspective on the power of marketing."

Gülce Gümül
M.Sc., Market Analyst

"The digitalisation of society has shaped customer behaviour, markets and companies irrevocably in recent years. Marketing and sales experts must constantly educate themselves further in order to stay abreast of this economic transformation."

Alastair Bruce
Chairman, XING AG